Availability

Mighty Ape can deliver this product within 1-2 business days
(usually overnight) to urban centres across Australia, and some remote areas.
Learn more

Around
19-26 March
using standard courier delivery

Description

The Web has changed the game for your customers-
and, therefore, for you. Now, CustomerCentric
Selling, already recognized as one of the premier
methodologies for managing the buyer-seller
relationship, helps you level the playing field so
you can reach clients when they are ready to buy
and create a superior customer experience.
Your business and its people need to be
"CustomerCentric"-willing and able to identify
and serve customers' needs in a world where
competition waits just a mouse-click away.
Traditional wisdom has long held that selling
means convincing and persuading buyers. But
today's buyers no longer want or need to be sold
in traditional ways.
CustomerCentric Selling gives
you mastery of the crucial eight aspects of
communicating with today's clients to achieve
optimal results:Having conversations instead of
making presentations
Asking relevant questions instead
of offering opinions
Focusing on solutions and not
only relationships
Targeting businesspeople instead
of gravitating toward users
Relating product usage instead of
relying on features
Competing to win-not just to stay busy
Closing on the buyer's timeline
(instead of yours)
Empowering buyers instead of trying
to "sell" them
What's more, CustomerCentric Selling teaches and
reinforces key tactics that will make the most of
your organization's resources. Perhaps you feel
you don't have the smartest internal systems in
place to ensure an ideal workflow. (Perhaps, as
is all too common, you lack identifiable systems
almost entirely.) From the basics-and beyond-of
strategic budgeting and negotiation to assessing
and developing the skills of your sales force, you'll
learn how to make sure that each step your
business takes is the right one.

Author Biography

Michael T. Bosworth is a cofounder of
CustomerCentric Systems (R), LLC. He has assisted
clients in improving sales effectiveness and
shaping customer experience since 1983. He lives
in Del Mar, California.
John R. Holland is a cofounder of Customer-
Centric Systems, LLC. In addition to the thought
leadership that drives the CustomerCentric Selling
sales methodology, he provides sales and marketing
guidance to a limited number of companies. He
lives in Newton, Massachusetts.
Frank Visgatis is a cofounder of Customer-
Centric Systems, LLC. He has trained thousands
of salespeople around the world. He lives in
Sutton, Massachusetts.